AI adoption playbook for a global systems integrator

A systems integrator's teams could talk about AI in general, but stalled the moment a CFO asked 'what will this actually be worth to us, and how do we adopt it?' — initiatives slipped into endless discovery.

Built an AI adoption playbook — discovery questions, value hypotheses, reference architectures, delivery patterns, and change enablement — anchored to real customer archetypes and Microsoft's AI stack.

Faster qualification, shorter pursuit cycles, and a measurable lift in AI opportunity pipeline in the two quarters following rollout.